oru.sePublications
Change search
CiteExportLink to record
Permanent link

Direct link
Cite
Citation style
  • apa
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf
Triadic Value Propositions: When It Takes More Than Two to Tango
Department of Management and Engineering, Linköping University, Linköping, Sweden; Department of Marketing, Centre for Relationship Marketing and Service Management, Hanken School of Economics, Helsinki, Finland.ORCID iD: 0000-0002-4081-9737
Department of Management and Engineering, Linköping University, Linköping, Sweden.
Department of Management and Engineering, Linköping University, Linköping, Sweden.
2016 (English)In: Service Science, ISSN 2164-3962, E-ISSN 2164-3970, Vol. 8, no 3, p. 282-299Article in journal (Refereed) Published
Abstract [en]

Value propositions are reciprocal resource-integration promises and value alignment mechanisms operating to and from actors seeking an equitable exchange. In a business triad, any change in the relationship between two actors also affects relationships with the third actor, influencing resource integration and value creation at the value constellation level. This study of the development of a triadic value proposition analyzes how the discontinuous effects of a new service initiative alter the relationships among actors in a manufacturer-dealer-user triad. A qualitative empirical inquiry examines a 10-year process, in which a leading industry incumbent enters the service business by crafting a triadic value proposition. As the value proposition evolves over time, the network ties-and thus the interdependence among manufacturer, dealer, and user-strengthen. The findings offer firms a better understanding of how to involve and collaborate with key actors to initiate discontinuous changes at the firm and network levels. These insights are particularly timely in light of the difficulties that product firms face when intermediaries are decisive for the success of their service-led growth initiatives.

Place, publisher, year, edition, pages
Institute for Operations Research and the Management Sciences (INFORMS), 2016. Vol. 8, no 3, p. 282-299
Keywords [en]
value proposition, network ties, relationship development, service systems, case study application
National Category
Business Administration
Identifiers
URN: urn:nbn:se:oru:diva-63753DOI: 10.1287/serv.2016.0145ISI: 000390566500004OAI: oai:DiVA.org:oru-63753DiVA, id: diva2:1170118
Available from: 2018-01-02 Created: 2018-01-02 Last updated: 2018-01-11Bibliographically approved
In thesis
1. On Service Innovation and Realization in Manufacturing Firms
Open this publication in new window or tab >>On Service Innovation and Realization in Manufacturing Firms
2015 (English)Doctoral thesis, comprehensive summary (Other academic)
Abstract [en]

Service innovation is increasingly becoming a basis for manufacturing firms to reach and sustain competitive advantages. While traditional product innovation typically includes how new technology can be utilized in new products, service innovation spans a broader area that is not exclusively focused on new technology, but rather how resources can be developed into value propositions and then integrated in the customer’s process in order to support customer value creation through realization. However, manufacturing firms that infuse services struggle with service innovation; this becomes especially evident in the realization phase.

This thesis is a compilation of five papers discussing different aspects of service innovation realization and the inherited challenges. The study builds upon empirical data from four Swedish manufacturing firms that infuse services and develop new value propositions that include both products and services to support customer processes.

The thesis illustrates realization as a phase in service innovation where the firm interacts with its customer in order to adjust, revise and further find new ways of improving the customer’s processes through for example customer training. Realization is characterized by a deployment phase and a post-deployment phase that represent the ongoing relationship between the customer and the firm.

Depending on who has the competencies or ability to integrate the resources that are needed for service innovation, different interaction patterns are identified. Through indirect interaction, the firm facilitates the customer’s value creation through, for example, preventive maintenance, while through direct interaction the firm acts as a co-creator in the service innovation process and hence work jointly together with the customer in order to improve customer value creation.

This thesis contributes to the literature by characterizing service innovation realization and by increasing the understanding for different interaction patterns in the service innovation process.

Place, publisher, year, edition, pages
Linköping: Linköping University Electronic Press, 2015. p. 71
Series
Linköping Studies in Science and Technology. Dissertations, ISSN 0345-7524 ; 1675
Keywords
Service innovation, realization, manufacturing firm, co-creation
National Category
Economics and Business
Identifiers
urn:nbn:se:oru:diva-63748 (URN)10.3384/diss.diva-117965 (DOI)978-91-7519-053-2 (ISBN)
Public defence
2015-06-05, ACAS, A-huset, Campus Valla, 13:15 (Swedish)
Opponent
Supervisors
Available from: 2018-01-11 Created: 2018-01-02 Last updated: 2018-07-09Bibliographically approved

Open Access in DiVA

No full text in DiVA

Other links

Publisher's full text

Authority records BETA

Carlborg, Per

Search in DiVA

By author/editor
Kowalkowski, ChristianCarlborg, Per
In the same journal
Service Science
Business Administration

Search outside of DiVA

GoogleGoogle Scholar

doi
urn-nbn

Altmetric score

doi
urn-nbn
Total: 75 hits
CiteExportLink to record
Permanent link

Direct link
Cite
Citation style
  • apa
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf